Puppy Dog Close in Sales: What Is It & How to Use It

Essentially the puppy dog close is a try before you buy, closing technique. Learn how to use it in your business to help close sales.

Video Transcription

Sunshine: Do you know how to use the puppy dog close?

Crystal: Welcome to For the Love of Business, I’m Crystal.

Sunshine: And I’m Sunshine. Let’s get to it.

Puppy dog close. So, I want to know, is it something like all children left unattended will receive a Red Bull and a free puppy?

Crystal: That sounds like a threat.

Sunshine: Okay, so it’s not that. What is it?

Crystal: Yes. So, the puppy close, think of this way, you the parents and kids, and kids want to puppy, right?

Sunshine: Yeah, they always do.

Crystal: They’re begging for a puppy. So, they go to the pet store, and they start looking at the puppies and their parents are like, “Oh, I don’t know, this might be too much responsibility for their age. And, you know, we don’t want to as parents have to take care of the puppy and take them out in the middle of night.” So, they are on the fence and the kids are screaming for the puppy. And so, the owner comes over and you know, figures out what’s going on, that they’re on the fence, say, you know, “It’s Friday, no worries, why don’t you just take the puppy home and if you don’t like it over the weekend, you could bring it back.” What do you think happens over the weekend?

Sunshine: Well, this puppy has become part of the family and there’s no way you’re going to be able to take it away from those kids after a full weekend.

Crystal: Exactly. And the parents fall in love with the puppy as well.

Sunshine: Well, yeah. So, how do we use this? Or how do we implement this into our sales process?

Crystal: Great question, three easy ways to execute the puppy dog close and close prospects. Number one, let them try before they buy. So, think of it like this, you want to buy a new car, you don’t go to the lot and just say I want that one. Here’s my money. No, before that, you take a test drive, you feel the leather on the steering wheel, you roll down the windows, feel the breeze, turn on the radio, turn on the heating pad of your seat. So, you’re experiencing it, you’re trying it to see if you really want this car before you buy.

Number two, offer a free discovery session so that you guys can get to know each other well, personally and professionally to see if it makes sense on both ends to work together. So, it’s risk theory, and they get a really good feel if it’s going to be something for them and if it’s right for you.

Number three, invite them to a webinar. And that could be on Zoom, that can be on telephone, but that allows you to show value before you work with someone.

Sunshine: What’s your number one takeaway from today’s video? Leave us a comment and thanks for watching.

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Crystal Shanks

Crystal Shanks, Certified Business Coach and CEO of Run Right Business Consulting, has been coaching business owners and executives around the world to achieve optimum results since 2009. Coach Crystal teaches her clients proven strategies to build thriving businesses and careers. She has worked with thousands of businesses and executives to generate substantial revenues and maximize profits.